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...a known fact that any topic in the realm of real estate is often controversial. This co...rams and compare their amortization schedules to find the lowest cost of borro...

...than 30 years of experience in the real estate, insurance, banking, and lendin...a TFC agreement. Independent agencies really don't need to 'join 'em.' They wi...

...While location is the watchword in real estate, separating yourself from the c... technology is two-fold: operating in real time and maximizing efficiency. Cus...

...ovable property, or everything but real estate), no matter where it is. As a practic... If you don't want to set up rigid schedules for telecommuters, you can separ...

... not own, and never has owned, any real property. The Agency ...eement 4(i) and 6©, 4(j) and 6(d) Schedules 3(e)Licenses 3(l) Roster of ...

...tion set by the carrier may not be realistic, and failure to achieve these lev...y P/C agencies have affiliations with real estate brokers whereby the agency receives leads from the real estate agency on residential home sales, ...

... investing in a boot camp program for your agency, make sure you find the right recruits. Where do you start? To recruit the right way, look for persons who exhibit excellent service and/or sales skills. They are everywhere: banks, restaurants, real estate offices, dentist offices. These and other businesses have much more in common with insurance agencies than you would think. In recruiting, test all candidates before committing to an investment. Abstract reasoning skills and a moderate to strong ego are crucial to some positions ... Your best candidates show the potential to grow within your organization. For example, a customer service representative (CSR) recruit should have some sales savvy, and both CSRs and producers in training should show leadership potential. Remember that you are providing a career to inexperienced individuals. Because they will be trained specifically for your agency, their loyalty factor should be superior to that of a person who moves from job to job. Involving Your Staff in Implementing the Boot Camp Your next challenge involves the present staff. This project means more ... persons an opportunity to volunteer. A volunteer is more likely to favor the project. Just keep in mind that any trainer must be given three things: authority, time, and incentives! These necessities will help guarantee the success of the program. Boot Camp Essentials Scheduling is another important part of the planning process. Provide quiet time for the trainer and trainee-but set realistic time frames. Once time is allotted, organize the schedule with a list of goals, such as at the conclusion of six weeks, the trainee should be ...

... . Insurance And Infomercials: A Perfect Relationship Aside from pushing products, the broadcast industry has indicated that some of the most promising markets for infomercials are: Products or services of a complex nature, such as insurance, financial planning, environmental products, mutual funds, real estate, etc. These categories are difficult to advertise in 30 or 60 seconds. It simply takes longer to explain all the pertinent details. A half-hour program provides the time to give a full explanation of the need, benefits, and values. Moreover, ... the infomercial gives the prospect basic information, in-person sales presentations and closing of the sale generally consume less time. Result? More leads+ quicker closes = more sales and greater profits. Image enhancement. Let's fact it, every national poll seems to rank insurance agents right down there with car salesmen. The extended time of an infomercial will allow you to tell the story of your agency. Viewers can actually get to know you and your staff. They can learn about the education and experience your producers bring to the table to ... is to get prospects on the books. Buying The Time Although you will probably purchase the broadcast time once you have completed the production, some advance planning should be done. Whether you're going to use television or radio, check with local stations early to discuss rate schedules and your budget. Knowing in advance the differences in cost between 15-minute, half-hour, and full-hour programs will help you settle on the format you want for your own production. Also, check on the station's requirements for a time slot. For instance, a ...

... back of this campaign) to only as many prospects as you can follow up on each week. You can have your CSRs pull names alphabetically or by some other order. Centers of influence: Develop a professional relationship with an attorney's office, a bank, a real estate agency, or an accountant. These professions, called centers of influence' because they serve an important, financially influential position for many people, can help you find prospects. By developing a client exchange with one or more of these centers, you may ... more prospect names than you can effectively handle. These names are also prequalified, in that their affiliation with an attorney, bank, real estate agency, or accountant tells you they have money, a home, or some other important asset and so have a need to protect this asset with Life insurance. Referred Leads: Ask your current clients for referred names. These are great prospect sources, since you have some connection with them through your clients. For techniques, see Action Step 7- Obtaining Referred Leads' in the Sales ... , the producer establishes trust and moves to a comprehensive fact-finding interview. With the agreement of the prospect, the producer then sets an appointment for a presentation (Action Step 5) . If the presentation goes well and the policy is sold, another appointment should be scheduled for policy delivery (Action Step 6) . At that step, the producer then asks for referrals (Action Step 7) . LETTER: Excess-Interest Whole Life (EI 1) REMARKS: This letter goes out to all current clients. Remind them that your ...

... it. Today's success is not guaranteed to continue forever. The best time to look for new customers is when we don't need them. Cultivating prospects today fuels the new business engine in leaner times. Differentiate, differentiate, differentiate. While location is the watchword in real estate, separating yourself from the competition is the key in marketing. Differentiation' is the magic word. Those who look alike are alike to customers. The task is to find distinctions that make a difference to your customers, and to stress these in everything ... do. Schick, the No. 2 razor company, emphasizes a safe shave, an issue that's particularly important to teen and African-American males, who tend to be prone to nicks, bumps, and ingrown hairs. While Gillette wins the close-shave race, Schick goes after niches where safety is an issue. Use your sales staff effectively. Although salespeople can display primadonna-like behavior and even a certain amount of arrogance, they are right when they complain about much of what they're asked to do. Rather than spending time cultivating prospects, ... accomplished. A useful marketing plan doesn't need to be a highly detailed document. It should be designed to implement rather than impress management. It need be only a simple outline that covers basic issues such as audience, description, objective, message, expected results, schedule, and so forth. What's on paper can always be changed or revised, but the written plan serves to help make sure the plan consistently moves forward toward an agreed-upon objective. Select the right marketing tactics. The business world is filled with nonsense thinking. ...